Manager - Microsoft Services Alliances

SHI International•Austin, TX

1d•$100,000 - $125,000

About The Position

The Microsoft Services Alliance Manager plays a strategic role in advancing SHI Services’ and Stratascale’s (SHI’s Cybersecurity Division) partnership with Microsoft. This position collaborates closely with SHI Services, Stratascale, SHI field sales, Microsoft licensing teams, and Microsoft leadership to align service delivery, sales execution, and go-to-market strategies. The role serves as the primary liaison between SHI Services/Stratascale and SHI’s Microsoft licensing sales and support organizations, ensuring seamless coordination across service offerings, co-selling initiatives, and partner programs. The ideal candidate brings deep knowledge of Microsoft Partner programs, partner-led services, co-sell motions, partner marketing, and service demand generation, and works cross-functionally to drive joint services and product growth. This position reports to the Director of Services Alliances, SHI Services and is preferred to be located within two hours of an SHI office (Austin, TX; Charlotte, NC; or New Jersey).

Requirements

Strategic and creative thinker with strong decision-making capabilities
Demonstrated ability to develop and execute cross-functional plans
Strong analytical skills with the ability to translate results into actionable insights
Proven relationship-building skills across sales and service delivery teams
Strong organizational, time management, communication, and presentation skills
Passion for developing and supporting service sales teams through enablement and mentorship
Ability to clearly communicate expectations, roles, and goals while fostering collaborative problem-solving
5+ years of experience in channel management or direct/indirect enterprise sales
Proven success supporting complex solution sales motions
Experience operating effectively in a matrixed organization
Ability to build and manage executive-level partner relationships
Willingness to travel as needed for Microsoft meetings, planning sessions, and conferences

Responsibilities

Alliance & Program Leadership Serve as the primary point of contact for Microsoft-related service alliance initiatives across SHI Services and Stratascale.
Drive programmatic strategies established through joint planning with Microsoft, SHI Services leadership, service delivery, and sales teams.
Support both mature, standardized services and the development of new co-created service offerings with Microsoft.
Collaborate with the Director of Services Alliances to define and execute Microsoft services strategies aligned to SHI’s Microsoft Partner Plan.
Develop and deliver executive-level presentations on SHI Services’ Microsoft services strategy and performance.
Partnership & Relationship Management Build and maintain executive-level relationships with Microsoft channel, solution, and account teams nationwide.
Act as an ambassador for SHI Services’ value proposition across SHI and Microsoft organizations.
Lead joint account alignment and co-sell planning sessions in partnership with SHI’s Microsoft alliance teams.
Resolve escalated funding or program conflicts in collaboration with internal SHI stakeholders.
Ensure all alliance activities remain tightly aligned with SHI and Microsoft strategic priorities.
Business & Pipeline Management Drive Microsoft Services pipeline growth aligned to SHI and Microsoft go-to-market strategies.
Provide service offering recommendations to maximize Microsoft resale profitability, win rates, and gross margin, while attaching SHI professional and managed services.
Manage service offering development progress, enablement, training, opportunity generation, and pipeline activity.
Deliver monthly reporting and analysis of pipeline, funding capture, and joint business results to leadership.
Ensure effective transition from Microsoft licensing pre-sales and spend optimization engagements into qualified post-sales SHI Services opportunities.
Go-To-Market & Sales Enablement Coordinate ongoing roadmap discussions with Microsoft to ensure SHI’s Service Catalog aligns with upcoming licensing and program changes.
Lead Microsoft technical training and sales enablement efforts for SHI Services sales and service delivery teams.
Educate SHI Services teams on Microsoft partner plays, channel programs, and available funding to support profitability.
Support select customer-facing engagements as needed.
Position SHI Services’ value proposition internally and with Microsoft stakeholders.